[Sidenote: Gaining Both Attention And Interest]
However, you can knock at the _sense_ doors of the _sub-conscious_ mind
with such unobjectionable sense-hitting methods that while agreeable
_attention_ will be _compelled_ thereby, you can also be sure that a
favorable impression on the conscious mind of the prospect will be
_induced_. For illustration, if your prospect is evidently busy at his
desk when you are admitted to his office, you might compel his attention
by entering very quietly and by standing in silence without interrupting
him until he has had an opportunity to finish what he is doing. His
sound sense would be struck, paradoxically, by your exceptional
quietness. His sense of equilibrium would also be affected by your
perfect poise while waiting. Your whole attitude would impress him so
favorably that his especial interest in you would be induced. His
greeting would be pleasant.
Suppose your prospect looks up from his work when you enter his
presence, and you approach close to his desk; if you are immaculate in
dress and body, you will appeal agreeably to his olfactory sense.
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